The Reverse Auction Tactic

When we are negotiating with another party to sell them something, we need to be very careful how they are treating both us and the other vendors that they are talking with. The person who is buying the product is highly motivated to find a way to get the best possible price and to learn … Read moreThe Reverse Auction Tactic

Three Ways Buyers Try To Get A Lower Price From Sellers

When we have something to sell, we end up working with a buyer sitting on the other side of the table from us. That person has one job in the world – use negotiation styles and negotiating techniques to get us to lower our price and throw in as many concessions as they can possibly … Read moreThree Ways Buyers Try To Get A Lower Price From Sellers

Where Does Power Come From In A Negotiation?

What do you need to do before a negotiation formally starts? Well, there are actually a number of different things that you should be doing, but one of the most important is to take a careful inventory of all of the “power assets” that will be potentially available to both sides during the negotiation. The … Read moreWhere Does Power Come From In A Negotiation?

Why Professional Sales Negotiators Like The Krunch Tactic

In order to be a successful sales negotiator you need to be able to walk away with the lowest prices when you engage in a negotiation. As you might suspect, the key is how you get there. Having multiple tactics that you can use is your ticket to success. The Krunch tactic is a classic … Read moreWhy Professional Sales Negotiators Like The Krunch Tactic

Tactics 101: Giving Away Nothing & Becoming A Litterbug

In the world of negotiating, the actual process of negotiating is very much an art. In order to be good at it, a master sales negotiator needs to have a complete collection of negotiating tactics at his or her disposal. Not every negotiation will call for every tactic to be used, but as any auto … Read moreTactics 101: Giving Away Nothing & Becoming A Litterbug

Winning Sales Negotiations: The Pizza Secret

Recently I was talking with some friends of mine who are planning on using the current depressed real estate market to “trade up” and get a bigger / better house. They were lamenting the fact that this process was going to require them to negotiate with the sellers. They had come to me because they … Read moreWinning Sales Negotiations: The Pizza Secret

Haggling Is Becoming A Part Of Every Sales Deal

Welcome to the new world order: consumers are learning to haggle. In the extended global economic recession, consumers who never used to even think about bargaining are suddenly starting to haggle over every deal. Is this a good thing or a bad thing? What Businesses Are Being Hit? As you might expect, haggling has arrived … Read moreHaggling Is Becoming A Part Of Every Sales Deal

Sales Negotiation Tips From Brian Dietmeyer

The basics of sales negotiations are pretty straightforward; however, it can be easy to lose sight of them as we talk about tactics, preparation, and detailed sales negotiation skills. Maybe it’s time that we took a step back and got an expert to remind us about what we really need to be doing in our … Read moreSales Negotiation Tips From Brian Dietmeyer

Real Deals Use Real Money And Sales Negotiators Never Forget It

My daughter is currently learning about how to add fractions in school. The trick to doing this right is that you have to make sure that the denominator (the number on the bottom of the fraction) is the same for both numbers before you add them. She’s struggling with this concept and it reminds me … Read moreReal Deals Use Real Money And Sales Negotiators Never Forget It

Don’t Believe What Anyone Says Is What Sales Negotiators Need To Learn To Do

People are either honest or they aren’t right? Umm, well not exactly. Look, in a sales negotiation everything is not as it seems. I hate to use strong words like “lying” or anything like that, but let’s just say that a healthy dose of skepticism is often a sales negotiator’s best friend. What’s Going On … Read moreDon’t Believe What Anyone Says Is What Sales Negotiators Need To Learn To Do